SALES MANAGEMENT

SALES MANAGEMENTAN OVERVIEWIndustry Profile - FMCG

key trends in fmcg industryConsolidationProduct innovationGlobal expansionBackward integrationFocus on rural marketsThird party manufacturingSales management in the FMCG industry

Salesforce hierarchy - nestleOrganization design by territoryOrganization design by management functionOrganizational sales structure Hindustan unilever limitedSales organization geography based (HUL)Sales structure - itcSales manager functionsTypes of selling jobsProduct type or specific products.Account type or specific account.Type of distribution methodOrder sizeRecruiting and selectionTraining and developmentArea Sales ManagerManagement Trainee programSales stint 3 to 6 monthsRegular training programsSales Executive15 day induction programTag alongSalesmen3-4 day trainingIT and computer system trainingMarket introductionSKU analysis and information

Evaluation and compensationQuotas and targetsIndustry growthLast year salesCompany growthAdvertising budgetsAnnual operating planTop down approach data flowsTargets based on 2D matrix of pack and brandMajor accountsDistribution channel - itcDistribution channel - nestleCRM ImplementationUses technology to organize, automate and synchronize sales, marketing, customer service and technical supportEffective tool for managing company-customer relationships

CRM ImplementationSales promotion activitiesMobile retailingUnited Villagers is using mobile technologies to bring big brands to rural India.

Dabur and HUL use technology to improve sales and reach

http://www.thehindubusinessline.com/companies/dabur-india-hindustan-unilevers-tech-route-to-rural-markets/article4915134.ece

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